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Table Of Contents

SECTION ONE: Getting Started
Game plan
The business environment in the new millennium
The Shamrock Organization
The new self-employed market
Working for a consulting ¢rm
Case studies
Being realistic about consulting
Advantages and disadvantages of consulting
Characteristics of successful consultants
Consulting and the four temperaments
So do people enjoy being self-employed?
Why de¢ne your business before jumping in?
De¢ning your vision
Identifying your unique selling proposition
Establishing key result areas
Writing a business plan
Deciding your legal structure
Setting objectives
Establishing milestones
Organizing systems
Creating your marketing plan
Conducting market research
Establishing marketing objectives
Segmenting the market
De¢ning your product or service: the ¢rst ‘p’
Deciding your promotional plan: the second ‘P’
Selecting distribution channels: the third‘P’
Pricing your product: the fourth‘P’
Creating a marketing schedule
Overcoming your fear of selling
Establishing sales objectives
Evaluating sales communication channels
Preparing your 30-second commercial
Using the telephone in selling
Managing the sales meeting
Managing the sales meeting:
Adjusting your style to maximize sales
Writing successful proposals
What if the client says no?
What if the client says yes?
Sample questions to ask
Estimating your start-up and ongoing costs
Funding your business in the start-up phase
Establishing ¢nancial objectives
Creating revenue statements
Setting your billing rate
Using di¡erent fee arrangements
Collecting fees
Collecting fees
Limit your exposure to bad debts
Charging for sub-contracting
X Set up your office space.
Setting up your o⁄ce space
Selecting equipment and support tools
Identifying administrative resources
Prioritizing between multiple projects
Planning your activities
Organizing your o⁄ce work space
Establishing organization/administration objectives
Formalizing contracts
Structure of consulting assignments
Consulting project stages
Establishing project objectives
So what will you do now?
The Myers BriggsType Indicator (MBTI)
The Myers Briggs Type Indicator (MBTI1
Further Reading
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be a succefull consultant

be a succefull consultant

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Published by femtb6891

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Published by: femtb6891 on Feb 11, 2011
Copyright:Attribution Non-commercial


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